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Applying Salesmanship 101 Principles

An international oil and gas company, a two-year Dunlap Marketing client, has proven when it comes to selling, salesmanship 101 principals still remain. Dunlap Marketing provides an integral function of making prospecting telephone calls into business around the US that have large and medium fleets of vehicles. The objective is to schedule phone or face-to-face appointments with interested prospects and our client’s regional sales managers.

“You guys are on fire in my area! Two proposals went out this week from your leads.” – Mid-states region

Process:

Before calling began, Dunlap researched and built a national database consisting of our client’s target prospects, based on industry-type and fleet size

Once the database was built, Dunlap called to identify the person responsible for decisions relating to fuel card programs

Through tactful persistence, Dunlap makes ongoing telephone calls to communicate with this person – the goal being to learn how their company’s current fuel card program works and identifying potential interest in meeting with our client’s regional sales managers

Upon request of the prospect, the Dunlap team will email additional information about the program to prospects who want to learn more before scheduling an appointment

Throughout the course of calling, Dunlap adds additional database records to the master list. New records can come from either our client’s CRM or through additional research

The ultimate goal continues to be scheduling appointments, with a major focus on new business development

“Thanks for the leads Mike. I sang your company’s praises last week at our national sales meeting. I think your staff does a great job.” – Southeast region

“Our sales manager was able to speak with all of the calls scheduled! AND one of them is likely to close a deal with us! Nice job!” – Marketing Manager

The success of this campaign is based on applying basic salesmanship 101 tactics. Proper planning, messaging, cold calling, strategic follow up calls, and use of email correspondence are the building blocks of selling.

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Dunlap Marketing helps sales organizations maximize sales staff resources. Your salespeople are more valuable when they are cultivating qualified opportunities rather than cold calling. Let Dunlap Marketing do the prospecting and pre-qualification work for you.